Vice President, Federal Sales

DDN Storage
Columbia, MD
Oct 13, 2017
Oct 16, 2017
Full Time
Overview DataDirect Networks ( is a world leader in massively scalable storage. We are the leading provider of data storage and processing solutions and professional services that enable content-rich and high-growth IT environments to achieve the highest levels of systems scalability, efficiency and simplicity. DDN enables enterprises to extract value and deliver results from their information. Our customers include the world's leading online content and social networking providers, high performance cloud and grid computing, life sciences, media production organizations and security & intelligence organizations. Job Description The VP Sales of DDN Federal is responsible for attaining the companyA cents € (TM) s goal of achieving market leadership for its vertically integrated solution and services helping companies harvest and monetize unstructured data with specific industry focus on in Federal Government related verticals. This role provides an exciting opportunity for hands-on leadership and direction to the Federal Government line-of-business sales team by providing mentoring, performance and career direction. This individual will apply understanding of industry trends and business models, develop solutions and strategies, and drive sustained growth through a focus on new customer orders, top line revenue generation and predictable margins derived from the sale of a suite of hardware, software and services. DDN is looking to hire a senior sales executive with a broad set of skills in leading sales teams and a demonstrated ability to analyze, interpret, and consult with C-level executives at prospective and active clients using quantitative data, an extreme focus on results and a high service orientation. The VP will extend DDNA cents € (TM) s current momentum in driving value beyond the enterprise storage stack into advanced analytics of big data, unstructured data across the Federal Government industry segment. The successful candidate will bring to this management position the skills that will enable him or her to develop the strategies and sales team necessary to consistently exceed customer expectations and drive strategic long term growth. It is critical that candidates for this position have a track record in leading and developing an experienced sales organization and a background in software and services environment with a deep history selling into the Military and Intelligence organizations. Selling to departments such as DoD, NGA, CIA, NRO, FBI, HLS, DNI and DIA is desirable. The VP of Sales will be a key member of the DDN management team and will manage a team of approximately 7 comprised of managers and individual contributors. CANDIDATE BACKGROUND Qualified candidates for the VP role should have a minimum of ten years of progressive experience in sales leadership and account management, with preference for an individual who has displayed recent leadership within progressive, results oriented growth company. Further desirable experience would include: Must have previous experience in enterprise hardware, preferably storage, networking, services or other industry verticals that have a particular focus on selling hardware and services to the Federal Government. Experience managing a commission-based, quota driven sales team responsible for $50M+ in LOB revenues and track record of growing revenues and profits, and achieving sales goals Experience creating and managing processes used by the sales team to achieve superior results Superior communication, presentation, and client management skills Demonstrated ability using quantitative analysis and consultative selling in the sales process 7+ years sales management experience Proven management and organizational skills working in a fast-paced and high growth environment where the individual has been involved in scaling a company through fast growth to greater maturity in a dynamic environment. A strong leader that balances empathy with determination. Staunchly defending his or her position/strategic direction while considering the position of others. An open, action-oriented personality. Able to make tough decisions A cents € " not always be nice, but direct and honest. An A cents € oein-the-trenchesA cents € , tactile executive who is willing to immerse him or herself in the business. A demonstrated ability to lead and motivate people and get results through others. An ability to organize and manage multiple priorities. Problem analysis and problem resolution at both a strategic and functional level. DUTIES AND RESPONSIBILITIES Drive DDNA cents € (TM) s long term revenue strategy - mapping revenue strategy to a business strategy/operating plan/strategic plan that extends beyond its core business as a High Performance Storage Systems Provider. Manage DDNA cents € (TM) s revenue profitability and gross margin contribution assuring that the company focuses not only on winning business that contributes to the top line, but also have metrics and controls in place that assure the highest margin and profitability. Continuously develop and manage an organization structure that maps the companyA cents € (TM) s overarching business strategy to field execution, account management. Refinement, testing, and execution of the companyA cents € (TM) s go to market strategy Extensive experience building, coaching, motivating developing and managing high performance sales teams. The VP will scale the sales organization to address the growth and margin contribution commitments of the organization. Develop and implement a plan to create demand and achieve revenue growth. This may involve one or more potential streams of revenue. Create, install, and manage a revenue generation process from demand creation to closed sales for each revenue stream. Strong knowledge of sales and services in advanced technology environments. Set individual and organization-wide goals, objectives, budgets, sales targets and quotas support the organizationA cents € (TM) s long-range strategic objectives Cultivate and close key accounts and strategic partners through prospecting and relationship management. Create and implement marketing initiatives that support the go-to-market plan. Work with other members of the executive team so that their functional groups are supporting the companyA cents € (TM) s go-to-market activities Develop and manage sales compensation plans and targets for the team. Manage sales operations, training, pricing strategies, etc for the sales and account management team. Proven ability to develop and maintain senior level client relationships. Establish and maintain close relationships with strategic clients. Develop a very detailed understanding of the quantitative processes used by DDNA cents € (TM) s clients to evaluate the effectiveness of our business; use this knowledge in crafting sales strategy. Work with DDN executives to establish sales goals and incentives for each sales team member. Regular travel for onsite visits and conventions to meet with clients worldwide. Support direct reports by participating in client and prospect meetings. DDN Core Characteristics DDN has a very strong orientation towards these 4 characteristics and any successful employee will demonstrate these capabilities: Self-Starter - Takes independent action to identify and solve problems. Seeks out relevant information needed to make decisions. Gets involved with new initiatives. Success/Achievement Orientation - Delivers quality results consistently. Targets, achieves (or exceeds) measurable results. Sets challenging goals, focuses on critical priorities, and is accountable. Problem Solving - Recognizes problems and responds with a systematic assessment that identifies and addresses cause of issue. Practical, realistic, and resourceful. Innovative - Builds and improves key business processes that enhance the effectiveness of DDN. Generates new ideas, challenges the status quo, and solves problems creatively. DataDirect Networks, Inc. is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.A cents € Thank you for your interest in joining DDN!

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